aqualink lessons learned h4d stanford 2016
TRANSCRIPT
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AquaLinkSponsor: Navy Special Warfare Group 3 - SEAL Delivery Vehicle Team 1
101# stakeholder
interviews to date
Week 9:Improve the operational effectiveness of divers through enhanced geolocation and communication capabilities
Week 1:Provide real-time vitals monitoring and capture data to solve long-term health problems for divers
Samir Patel Rachel Olney Dave AhernHong En Chew
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Hong En Chew Samir Patel Dave Ahern Rachel Olney
B.S. Electrical Engineering, M.S. Aeronautics and Astronautics
M.S. Mechanical Engineering M.A. International Policy Studies B.S. Product DesignM.S. Mechanical Engineering
Hardware Design and Integration Finance, Mechatronics, Design Military Operations, Military Innovation
Needfinding, Hardware Design
Team AquaLink
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Buyers
Users53
19Experts
29
Who We Interviewed
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Em
otio
nal S
tate
Pivot: Who is our beneficiary?
New Problem, New Opportunities
Customer Discovery
Beneficiary Buy-In
Our JourneyCrossroads
Commercial Viability?
1 2 3 4 5 6 7 8 9 10
Partners Deliver
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“What they do as a part of their normal routine… is the thing of many people’s nightmares.”
“Everything’s a pain point.”- Anonymous SEAL
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- Need funding from sponsors for further R&D/manufacturing - Need evaluation/ certification by NEDU before field deployment- Early adopters
- Secondary I: Commercial saturation divers (in particular the offshore oil/gas industry)-The broader technical/scientific diving community
KEY PARTNERS KEY ACTIVITIES
KEY RESOURCES
VALUE PROPOSITION BUY-IN / SUPPORT
DEPLOYMENT
BENEFICIARIES
MISSION BUDGET MISSION ACHIEVEMENT FACTORS
- Problem sponsors: Navy Special Warfare Group 3 (NSWG 3), U.S. Special Operations Command (SOCOM)- Military diver-related research organizations: Navy Experimental Diving Unit (NEDU), SOCOM Human Performance Resource Center, Naval Underwater Medical Institute (NUMI)- Commercial partners: medical device/wearables companies, mil-spec dive equipment manufacturers
- Fundamental cycle: hypotheses -> MVP (rapid prototyping of hardware/ software) -> stakeholder interviews to evaluate MVP -> pivot and repeat
- Defence procurement expertise: course staff, sponsors, DIUX, liaisons- User expertise: military divers, scientific divers- Medical expertise: med sch, SOCOM HPRC
- Hardware/software prototyping costs - Purchase of existing products on the market for evaluation
1. Feasibility: At the end of the quarter, NSWG3/SOCOM decide that our proposal merits further development and initiates their internal processes for funding/pilot testing/field deployment
2. Performance: Our prototype should demonstrate that all critical features can be integrated within given size/weight/cost specs
3. User satisfaction: Divers are excited about the efficiency it delivers and Medical Staff are excited about forecasting health
- Obtain device validation and approval from NEDU- Pilot test with a select group of users in NSWG3 - Scale up to many units in and beyond NSWG3
- Medical Staff: Create the Navy’s first long-term repository of diver health data: detailed dataset to improve training/operation protocols and predict and prevent long-term injuries
Direct users in NSWG3 and other military divers
Military diver-related research organizations e.g. NEDU, SOCOM HPRC, NUMI
- Divers: Seamless integration of real-time vital monitoring, geolocation, and communication with conventional dive computer capabilities: alerts protect diver from short-term injuries
Mission Model Canvas - Week 1
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“An Hour in the Life”
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Male, age 25-32
Significant exposure to SDV operations and conditions, but not an actual end-user
Respond/react to acute health problems
Limited ability to prevent issues based on access to data
Friction: Don’t know what’s causing diver health problems
SDV Operator
Male, age 21-32
Competitive, driven, physically fit, mentally resilient
Volunteers to join the Navy; spends 2-4 years training
Volunteers to become a Navy SEAL; spends 1.5-2 years training
Volunteers to join SDV; spends an additional 3-6 months training
Driven by problem solving and technical mastery
Not naturally focused on the long-term health impacts
Highly specialized; constant pursuit of optimization
Friction: time spent lost, short-term/acute health problems
Medical Officer Researcher
PhDs across the board
Medical counterpart of SEALs
Cares about the operators they are helping
Explores uncharted territory
Wants to try new technology
Wields unique influence due to IRBs
Friction: Access to divers and adequate equipment
Beneficiaries
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Em
otio
nal S
tate
Pivot: Who is our beneficiary?
New Problem, New Opportunities
Customer Discovery
Beneficiary Buy-In
Our JourneyCrossroads
Commercial Viability?
1 2 3 4 5 6 7 8 9 10
Partners Deliver
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“I’m not thinking long-term. If it kills me in the short term then I’m concerned about that. ” - Anonymous Air Force Pararescueman
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Pivot or Proceed?Geolocation Vitals Monitoring
Type of Need This is the most immediate and active need the most often mentioned pain point.
This is a latent need that the divers are unaware of; and a passive need of the Medical Dive Officers; and an active need of Researchers
Beneficiary Divers, Dive Officers Researchers, Dive Officers, Divers, Dep of Navy, VA
Realistic Goal A work around that will function within specific limitations
A working minimal viable product that ruggedization of off the shelf products and aggregation of sensors
Mission Achievement
Wholesale adoption within SDV, employment throughout broader NSW community; limited commercial opportunities for recreational divers
Adoption within SDV, application throughout NSW, DoD SOF elements, limited application within commercial dive sectors, athletes, etc
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ResearcherMedical OfficerOperators
Beneficiaries
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Male, age 21-32
Competitive, driven, physically fit, mentally resilient
Volunteers to join the Navy; spends 2-4 years training
Volunteers to become a Navy SEAL; spends 1.5-2 years training
Volunteers to join SDV; spends an additional 3-6 months training
Driven by problem solving and technical mastery
Not naturally focused on the long-term health impacts
Highly specialized; constant pursuit of optimization
Friction: time spent lost, short-term/acute health problems
Customer Archetype: SEAL
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Vital Sense pill
? ?
Navy Rebreather Navy Dive Computer
Need AirVitals
SensingVitals
Monitoring
DecompMgmt Geo-
Location
Gaps
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Need funding from sponsors for further R&D/manufacturing
Need evaluation/ certification by NEDU before field deploymentEarly adopters
Operators Must Benefit During Mission for Buy-In
KEY PARTNERS KEY ACTIVITIES
KEY RESOURCES
VALUE PROPOSITION BUY-IN / SUPPORT
DEPLOYMENT
BENEFICIARIES
MISSION BUDGET MISSION ACHIEVEMENT FACTORS
- Problem sponsors: Navy Special Warfare Group 3 (NSWG-3), U.S. Special Operations Command (SOCOM)- Military diver-related research organizations: Navy Experimental Diving Unit (NEDU), SOCOM Human Performance Resource Center, Naval Underwater Medical Institute (NUMI)- Commercial partners: medical device/wearables companies, mil-spec dive equipment manufacturers
- Fundamental cycle: hypotheses -> MVP (rapid prototyping of hardware/ software) -> stakeholder interviews to evaluate MVP -> pivot and repeat
- Defence procurement expertise: course staff, sponsors, DIUX, liaisons- User expertise: military divers, scientific divers- Medical expertise: med sch, SOCOM HPRC
- Hardware/software prototyping costs (RDT&E from NEDU or SOCOM)- Purchase of existing products on the market for evaluation (NSWG3 or
NAVSOC N-8).
1. Feasibility: At the end of the quarter, NSWG3/SOCOM decide that our proposal merits further development and initiates their internal processes for funding/pilot testing/field deployment
2. Performance: Our prototype should demonstrate that all critical features can be integrated within given size/weight/cost specs
3. User satisfaction: Seamless integration into current SOP Divers develop SOP to upload data as part of recovery process.
Obtain device validation and approval from NEDUPilot test with a select group of users in NSWG-3 Scale up to many units in and beyond NSWG-3
Direct users in NSWG3 and other military divers
Military diver-related research organizations e.g. NEDU, SOCOM HPRC, NUMI
- Divers: Integrate vital and system monitoring with real-time display capability
- Medical Staff: acquire the real-time data in a digestible format
Medical Staff: Create the Navy’s first long-term repository of diver health data: detailed dataset to improve training/operation protocols and predict and prevent long-term injuries
NAVSOC/SOCOM Procurement Specialist. (Initiated by NSWG3’s N8, approved by NEDU testing.)
Air Force and Navy Pilots
Mission Model Canvas - Week 3
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Who: SDV/SEAL DiversHow: Master Diver approves usage Commodore of NSWG-3 approves long-term/external funding is not needed, otherwise Commander of NSW needs to approve
KEY PARTNERS KEY ACTIVITIES
KEY RESOURCES
VALUE PROPOSITION BUY-IN / SUPPORT
DEPLOYMENT
BENEFICIARIES
MISSION BUDGET MISSION ACHIEVEMENT FACTORS
- Problem sponsors: Navy Special Warfare Group 3 (NSWG-3), U.S. Special Operations Command (SOCOM)- Commercial partners: mil-spec dive equipment manufacturers
- Fundamental cycle: hypotheses -> MVP (rapid prototyping of hardware/ software) -> stakeholder interviews to evaluate MVP -> pivot and repeat
- Defence procurement expertise: course staff, sponsors, DIUX, liaisons- User expertise: military divers, scientific divers
- Hardware/software prototyping costs (RDT&E from NEDU or SOCOM)- Purchase of existing products on the market for evaluation (NSWG3 or
NAVSOC N-8).
1. Feasibility: At the end of the quarter, SDVT-1/NSWG-3 decide that our proposal merits further development and initiates their internal processes for funding/pilot testing/field deployment i.e. creating the ODR
2. Performance: Our prototype should demonstrate that all critical features can be integrated within given size/weight/cost specs
3. User satisfaction: Seamless integration into current SOP, increased situational awareness
FOLLOW THE PROCESS● SDVT-1/NSWG-3/NSW
CDR create ODR● N8 drafts CDD● J4 will select office to lead
the charge● N8/Ops field test, third-
party labs certify● J8 creates official
requirements● N4 approves funding
End Users (Divers):SWG3
InfluencersSWG 3Master Diver, SDVT-1
Decision MakersCAPT NSWG-3REAR ADM, NSW
Option 1:Provide a more accurate mechanism for divers to locate the SDV and/or locate deployed objects more efficiently and reduce lost time
Option 2:Record diver location history and make it available for post-dive analytics to aid intelligence generation
Provide information on teammates’ locations to prevent ‘diver missing’ situations
Mission Model Canvas - Week 5
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Divers: Integrate vital and system monitoring with real-time display capability
Medical Staff: acquire the real-time data in a digestible format
Direct users in NSWG3 and other military divers
Military diver-related research organizations e.g. NEDU, SOCOM HPRC, NUMI
NAVSOC/SOCOM Procurement Specialist. (Initiated by NSWG3’s N8, approved by NEDU testing.)
Value Proposition (Week 3) Beneficiary (Week 3)
Option 1:Provide a more accurate mechanism for divers to locate the SDV and/or locate deployed objects more efficiently and reduce lost time
Option 2:Record diver location history and make it available for post-dive analytics to aid intelligence generation
Value Proposition (Week 5)
End Users (Divers):LT 1, SDVT-1LT 2, SDVT-1Other SEALs
InfluencersLT 1, SDVT-1Master Diver, SDVT-1
Decision MakersCAPT A, NSWG-3REAR ADM A, NSW
Beneficiary (Week 5)
Week 3 → Week 5
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Em
otio
nal S
tate
New Problem, New Opportunities
Customer Discovery
Beneficiary Buy-In
Our JourneyCrossroads
Commercial Viability?
1 2 3 4 5 6 7 8 9 10
Partners Deliver
Pivot: Who is our beneficiary?
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“Right now they’re stuck with a six foot antenna, if you could just make that thing smaller than one foot they would love you forever” - Anonymous SEAL
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Act
Observe
Incorporating the OODA Loop in CrisisOrient
Decide
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Em
otio
nal S
tate
New Problem, New Opportunities
Customer Discovery
Partners Deliver
Beneficiary Buy-In
Our JourneyCrossroads
Commercial Viability?
1 2 3 4 5 6 7 8 9 10
Pivot: Who is our beneficiary?
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“Can your buoy get to the surface faster than my UUV can? No? Then, I’ll stick with the UUV.”
- Oil & Gas Executive
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- Obtain device validation and approval from NEDU- Pilot test with a select group of users in NSWG3 - Scale up to many units in and beyond NSWG3
Deployment (Week 3)
FOLLOW THE PROCESS:
- SDVT-1/NSWG-3/NSW CDR create ODR- N8 drafts CDD- J4 will select office to lead the charge- N8/Ops field test, third-party labs certify- J8 creates official requirements- N4 approves funding
Deployment (Week 5)
Understanding Deployment
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Em
otio
nal S
tate
New Problem, New Opportunities
Customer Discovery
Partners Deliver
Beneficiary Buy-In
Our JourneyCrossroads
Commercial Viability?
1 2 3 4 5 6 7 8 9 10
Pivot: Who is our beneficiary?
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“Biggest thing would be to track the SDV… if I could get that, it would be awesome.” - Anonymous SEAL
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Weeks52 86 7 9431
MVP Timeline
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Em
otio
nal S
tate
New Problem, New Opportunities
Customer Discovery
Partners Deliver
Beneficiary Buy-In
Our JourneyCrossroads
Commercial Viability?
1 2 3 4 5 6 7 8 9 10
Pivot: Who is our beneficiary?
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“I get paid to break stuff, so yeah we can find out if it works.” - JABIL Engineer
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Understanding the Resources
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Finance Funds for MVP creation
Supply Chain Resources for Manufacturing
Physical Manufacturing Facilities, Testing Facilities
Human Advisors for: Guidance on Process, Military Expertise, Operator KnowledgeNetwork of support to enable process.
KEY PARTNERS KEY ACTIVITIES
KEY RESOURCES
VALUE PROPOSITION BUY-IN / SUPPORT
DEPLOYMENT
BENEFICIARIES
MISSION BUDGET MISSION ACHIEVEMENT FACTORS
Conduct Customer Discovery
Outreach to key partners
Design and Manufacture MVPs
Test MVPs for functionality and with customers
Obtain approval by Navy
- Hardware/software prototyping costs (RDT&E from SOCOM)- Purchase of existing products on the market for evaluation (NSWG-3 or
NAVSOC N-8).
1. Feasibility: At the end of the quarter, SDVT-1/NSWG-3 decide that our proposal merits further development and initiates their internal processes for funding/pilot testing/field deployment i.e. creating the ODR
2. Performance: Our prototype should demonstrate that all critical features can be integrated within given size/weight/cost specs
3. User satisfaction: Seamless integration into current SOP, increased situational awareness
4. Increase Mission Capabilities: Reduce the time it would take for the diver to get a GPS fix 500% increase in efficiency.
FOLLOW THE PROCESS:● SDVT-1/NSWG-3/NSW
CDR create ODR● N8 drafts CDD● J4 will select office to lead
the charge● N8/Ops field test, third-
party labs certify● J8 creates official
requirements● N4 approves funding
End Users (Divers)
InfluencersSWG 3
Decision MakersNSWG-3NSW
Research Entities
Commercial DiversFishing
Tourism
NSWGProvide greater situational awareness for SDVT-1 with a mechanism for the SDV to obtain absolute location and comms while staying underwater and minimizing exposure.
Research EntitiesProvide a periodic check in from equipment placed in the field.
Commercial Divers and FishingEnable the location of assets.
Tourism DiversFind lost tourists or have an automatic location check in.
SOCOM: Provide funds
NextFlex: Materials Supplier
Stanford PRL/AOERC: Enable manufacturing and Testing
Problem sponsors: Navy Special Warfare Group 3 (NSWG-3), U.S. Special Operations Command (SOCOM)
Course Faculty and Staff, DIUX, Military Liaisons:
Mission Model Canvas - Week 8Who: SDV/SEAL DiversHow: Commodore of NSWG-3 approves if long-term/external funding is not needed, otherwise Commander of NSW needs to approve
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Em
otio
nal S
tate
New Problem, New Opportunities
Customer Discovery
Beneficiary Buy-In
Our JourneyCrossroads
Commercial Viability?
1 2 3 4 5 6 7 8 9 10
Partners Deliver
Pivot: Who is our beneficiary?
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“Wait, you have an actual prototype, hold on…can you get it to us in two weeks?” - Anonymous SEAL
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Testing
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Current MVP
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Version 1.0: GPS/Iridium Version 2.0: Motor Driven Version 3.0: Scaleable
NSWG Operators:● Provide enhanced location to
the SDVNSWG Commanders:
● Provide Increased situational awareness (know where the SDV is actually at)
Scientific Divers:● Location-tracking for
Researchers, Mapping/Locations of Interest
General Population:● Waterproof Case for Deep
Sea Diving
NSWG Operators:● Enhanced operations● Time/distance features
Ocean-based Communications: Shipping, Travel, Tactical
Emergency Signals:Distress
NSWG Operators:Provide similar location + comms capability to dive pairs
Commercial Dive Masters:● Able to track all divers● Divers who get lost have an
means to communicate back to boat crew and dive master
Mission Achievement❏ Defined by beneficiaries❏ Measured by level of
excitement❏ Quantified in terms of job
efficiency
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IRL 1
IRL 4
IRL 3
IRL 2
IRL 7
IRL 6
IRL 5
IRL 8
IRL 9
First pass on MMC w/Problem Sponsor
Complete ecosystem analysis petal diagram
Validate mission achievement (Right side of canvas)
Problem validated through initial interviews
Prototype low-fidelity Minimum Viable Product
Value proposition/mission fit (Value Proposition Canvas)
Validate resource strategy (Left side of canvas)
Prototype high-fidelity Minimum Viable Product
Establish mission achievement metrics that matterTeam Assessment: IRL 4
Internal Readiness Level
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Prototype Development Requirements (2-3 months) :Material Cost………………………………...………..$10,500Manufacturing Space or Partner……...….....$10,000Labor……………………………………………...…......$12,000Shipping/Travel………………………….....…..…...$5,600Total……………………………………………...……..…$38,100
.edu ⇒ .com
AquaLink @ H4D
Start Course Completion
Low Demand
Dual Use
Crossroads
Niche Market
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NSWG-3: Jordan Spector, Derick Shima, Scott Terry, Nick Hill, Jeff Brown, Brian Ferguson, Scott Feeley, Pat Rollo, Zech Carmack, Bob Foley, Sophie Hill, Jim Hanlon, Jason Mendes, Matt McGraw, Mike Iovino
Mentors: Conor Donahue, Todd Cimicata, Chris Conley, Brynt Parmeter, Malcolm Thompson, Colin Supko, Tammer Barkouki, Noel Gonzalez, Bob Brakeman, Angelo Cruz, Brandon Davies, Jason Marsh
Research: Karen Kelly, John Florian, Travis Harvey, Caroline Shlocker, Mark Zdeblick
Acknowledgments
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2016 2017 2018
Legend: Finance FundraisingOperational
H4DTest + Cycle
SeedIdentify Customers and
Appropriate Sales Model
Test + Cycle
Build Out
Series Funding
Organize Channels for Sales to Customers
Organize Marketing
Resources, Partners, and Activities
PEO-M